What does a prospective client want from you?
Do you know? Can you say? What would that look like?
If you don’t know, can’t say or can’t show it, you risk of being an order-taker — someone who invites your prospect to tell you what they need or want.
I’d argue that abdicating your responsibility to know what a prospect needs from you is akin to allowing a patient to tell their doctor what to prescribe.
Seth Godin agrees. In this post, he makes the same point.
POINT:
The true benefit of ‘packaging’ your problem-solving services in the first place, is how it communicates that you already know:
- what people want from you, and
- what that solution is supposed to look like
Once you have packaged your expertise to provide the ‘beneficial difference’ a member in your target market is seeking, you’ll never be guilty of order-taking again!
- Packaging Your Solution I was traveling to a meeting, by car, on the (infamously long) I-80 in Pennsylvania. I call it, “The road...
- Capturing Attention of Your Prospects This was a broadway musical based on the early life of comedy legend, Carl Reiner It’s also a stage direction...
- Stage Your Prospects Make sure your marketing recognizes all prospects are not at the same point in their buying process. Yes, there IS...
- Do You Accept This From Your Prospects? If this wasn’t so true . . . so sad . . . so pathetic . . . it would...
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